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PETER A.
GIULIANI
Partner
Peter Giuliani is
a Partner at Smock•Sterling
Strategic Management Consultants.
His law firm management experience
spans more than 36 years, both as
a management consultant to law firms
and other professional service firms
(29 years), and as Executive Director
of Cummings & Lockwood, a 180-lawyer
law firm based in Stamford, Connecticut
(7 years). His functional specialties
include strategic planning; financial
management, administrative and technology
infrastructure planning; strategic
mergers, acquisitions, and divestitures;
and practice group management.
Examples of Peter’s
consulting experience are as follows:
- He has directed,
conducted or participated in more
than 350 consulting assignments
for law firms or corporate law
departments involving such matters
as:
- Development
and implementation of strategic
plans
- Analysis and
consultation on strategic
mergers, acquisitions and
divestitures
- Review and
restructuring of partner compensation
and performance evaluation
- Design and
implementation of law firm
practice group structures
- Analysis and
redesign of partnership retirement
and buy-out plans, including
valuation of partners’
interests
- Design and
implementation of multi-tier
partnership structures
- Peter has also
served as expert witness in over
twenty litigation matters involving
valuation of partnership interests,
determination of "reasonable
compensation," measurement
of lost profits, and other matters.
- He is the principal
author of two extensive monographs
on financial management of law
firms published by the American
Bar Association. In addition,
he has published more than 25
articles on legal management topics.
- A frequent
public speaker, Peter has given
more than 75 presentations to
professional service groups.
During the seven years
in which he served as Cummings &
Lockwood’s first-time Executive
Director, Peter led and/or supported
processes that resulted in:
- A revised associate
"track" and formal two-tier
partnership program
- A new structure
and process for setting Income
and Equity Partner compensation
- The conversion
of the firm to an LLC with a complete
revision of the Firm’s governance
structure
- The reorganization
of the firm into two Operating
Divisions
- The acquisition
and divestiture of practices and
offices
- The formation
of an ancillary business for purposes
of licensing firm-proprietary
software.
Prior
to joining Cummings & Lockwood,
Peter was a consultant with
four major consulting firms. He
spent five years as Vice President
and CFO of Altman Weil and five
years as a Partner in Pensa International,
a firm that he helped found and
that merged with Altman Weil in
1991. He was a Principal and Partner
at Arthur Young, where he also served
as National Director of Legal Consulting
Services. He began his consulting
career in 1968 at the New York Office
of Price Waterhouse.
Peter has an A. B.
in Economics and Philosophy from
The College of the Holy Cross and
an MBA in Managerial Economics and
Finance from Cornell University.
He is also a Certified Public Accountant
(inactive status) and a Certified
Management Consultant. In 1998,
he was elected a Fellow of the College
of Law Practice Management in recognition
of his career-long dedication and
contribution to improving the management
of law firms.
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